Lead Testing: 90% of successful lead follow-up occurred within 28 days of initial contact

If there is a possibility to network and build relationships, there is eventuality to beget and maintain leads. Trade shows, workshops and webinars are bullion mines for receiving information. It’s satisfactory to contend 98% of attendees expected have an seductiveness in your solution, and that is adequate to start a nurturing process.

Of course, it is really critical to constraint attendees’ hit information and product interests during that indicate of high interest, and afterwards act on that seductiveness before it fades.

Generating and nurturing trade uncover leads

In this sold test, conducted by Craig Mullenbach, Program Manager, MECLABS, and his team, an industrial contrast apparatus manufacturer wanted MECLABS to follow adult on leads generated by campaigns and trade shows.

The idea was to determine

  • if following adult on trade uncover hit information would interpret into leads,
  • when job should cease, and
  • if examining this routine would concede us to optimize identical contracts in a future.

Answers came screaming through a information we tested.

The exam found that 90% of successful lead follow-ups occurred within 28 days of initial contact; 60% of those leads were consummated on a initial day of calling.  Halfway into a job (day 15) valid to be a final indicate during that 1% of conversions occurred. The graph subsequent displays a findings.

Interest degradation

From my experience, a seductiveness of a awaiting drops off significantly over time after they leave an eventuality or attend a webinar. The half-life is expected usually a few days, and once we strech 20 days out, people can hardly remember they attended a event, let alone remember a specific product.

During this test, a final acclimatisation occurred on a 343rd day. At some indicate when using an experiment, we contingency establish a indicate when a abating earnings make serve information collection no longer value your while.

What can we learn for your possess lead era and nurturing efforts?

For each association and each product, a scold job procedures will vary. Say a product of seductiveness is value thousands of dollars. In that case, stability to call into that 41st day might be value your while — it only depends.

It’s all about maximizing a intensity distinction in a slightest volume of time. Beyond a specific formula of this test, we consider a biggest takeaway that will assistance we is this: Start contrast your possess lead programs if we aren’t already.

You can exam opposite approaches and timeframes to see that brings your association a top ROI.  You’ll learn what works, what doesn’t work and what value we can brand from examining this whole process. We found measureless success, and we continue to labour it to improved a information and practices we occupy in this specific follow-up situation.

Creating a successful lead module is an iterative process

Each trade show, webinar, and/or seminar is an eventuality ripping with intensity leads. Setting adult a repeatable, iterative routine that we can learn from and invariably optimize will assistance we get a biggest lapse for your investment:

  • Create a devise of movement before a event – How will we spin this information into leads? What can we investigate and exam from this information gathered?
  • Capture critical information – Obviously, hit information is important. But, meditative over a basis will assistance your follow-up efforts. Why are they there? What information many appeals to them? What solutions many seductiveness them?
  • Follow adult promptly – As we can see from this test, follow-up should mostly start within 30 days, if not sooner. But remember, it is critical to establish a many successful timeframe for your possess efforts …
  • Test your follow adult efforts – Which timeframe is many successful? Which follow-up methods work best (e.g., email and a call, or only a call)? Which offers ring a most? Which areas do we wish to learn some-more about? And, ultimately, what will move us a biggest results?
  • Take what we schooled and build off it for subsequent time – How can we improve? What elements   can we optimize and exam further? How can we exercise this new strategy?

Related Resources:

To Call or Email? That is a Question

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

Lead Generation: Phone calls spin first-time webinar into million-dollar leads

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Lead Generation


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